What we do?

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• Cold Calling
• Lead Generation
• Market Research
• Account Profiling
• Account Discovery
• Scripting
• Progam Design
• Program Strategy
• Process Improvement
• Consulting

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Vision

Your Primary Point (PPI) program is designed to function as a salesforce productivity tool.

Emphasizing decision-maker dialogue rates as the driving force behind maximized sales lead rates, and using highly developed strategy formulation, scripting design, and execution methodologies, Primary Point (PPI) has a proven and referential track record of establishing dialogue with one or more decision-makers at 80-90% of our clients’ target companies. Even better, we consistently establish dialogue with two or more decision-makers at 50% of these.

As a result, PPI’s success rate in uncovering meaningful sales opportunities is two to three higher than industry norms. High dialogue rates also mean that the average PPI lead report contains interviews with 2-4 relevant decision-makers providing a depth of detail and multiple contacts to improve your ability to close deals.

One of the secrets to PPI’s success in achieving such extraordinarily high dialogue rates is the ability to develop structured and customized scripting for each client program. This enables PPI to convey to your decision-makers clarity of meaning, your solution’s advantages and critical differentiators, and to generate interest and excitement.

Leaving no sales opportunity uncovered, PPI’s objective is to develop a profile of each of your target companies focusing on the following three factors:

• Do capabilities gaps relevant to your solution exist?
• Is there business pain around these gaps?
• Is there an internal will to eliminate the business pain?

In addition to the very high number of short-term sales opportunities a PPI program will provide, the very high dialogue rates PPI achieves on your behalf have two other benefits.

• Approximately 30% of the target accounts will request introductory materials. Categorized as M3 – Non-Leads, these medium term opportunities are critical to the health of your sales pipeline.
• For those target companies that do not require any immediate follow-up by your sales team, PPI’s high dialogue rates will improve the productivity of your salesforce, by:
• Enabling prioritization of future follow-up - when, or if, to call.
• More efficient and effective follow-up - having information on key decision-makers, hot button issues, systems in place, business pain, gaps in capabilities, and the decision-making process. For clients who will continue to go back into the same accounts until the sale is made, this is a key success factor.

Incorporated in 2002, Primary Point specializes in executing telephone-based sales intelligence and market research projects. Our clients fall into one of three categories: enterprise software vendors; top tier research firms; and professional services organizations. Our core competency is a proven ability to identify and establish dialogue with senior business executives (C-Suite, EVP, SVP, VP) and mid-level directors and managers, both line-of-business and IT, on complex business and technical issues.

Primary Point’s competency relies on methodologies and techniques developed over many years combined with sophisticated and structured marketing communications skills enabling effective script design. Primary Point is a member of MRA (Marketing Research Association) and AMA (American Marketing Association). We rely on the Marketing Research Association’s Code of Marketing Research Standards.